Opening questions

• Agree or Disagree: I love to sell
• Agree or Disagree: When I put my mind to it, I can be great at selling
• Agree or Disagree: I love being sold to

"People don't like being sold to badly"

Think about the last time you were involved in a bad sales call -- what were the problems:

• Lies, damn lies
• Didn't do basic research

"That's not selling, that's telling them stuff" -- when discussing a case study of selling a drug. Unsuccessful salespeople described the "features" of the drug, successful ones talked to doctors about their specific patients.